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We are the team representing the XYZ Airport Services to negotiate with the Airport Authority, attempting to reach an agreement of contract renewal.
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INTRODUCTION We are the team representing the XYZ Airport Services to negotiate with the Airport Authority, attempting to reach an agreement of contract renewal. Here is the strategic plan of negotiation, adopting the skills of negotiating and influencing, which are a complex network of interacting skills and must be used together to turn out the best mutual agreement. We create value by listening very carefully to the Authority's needs and interest, and help them to learn about ours then look for ways to integrate the interests together, when we get our needs and interests met, we claim value. Balancing these two tasks is essential (McRae,1998). Skills of Negotiation According to Guirdham (2002), negotiation is the process of back and forth communication aimed at reaching agreement with the Airport Authority in our case, when we are both sharing and opposing some interests. (definition) Stages of effective negotiation We have to follow the four stages...
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